Recruitment

1. Recruitment PI KAPPA PHI MEMBER EDUCATION

2. Setting A Recruitment Goal • Our current chapter size is ______ men. • The Recruitment Committee has determined that we would like to see a ______% growth this year ending with a desired total of ______ initiated members. • The following equation to show the number of new members needed to reach desired growth with all other factors remaining constant. • Desired Total of Initiated Members – Current Chapter Size = Number of New Members Needed

3. Setting A Recruitment Goal • However, we know that over the course of the year we will lose members to two things, graduation and attrition (de-pledging). • Therefore, we must factor these numbers in to our recruitment goal. We do this by adding the number of people graduating to our number of new members needed and dividing that total by 85% or 0.85, which is the average retention rate for a Pi Kappa Phi chapter. •  Equation: (Number of New Members Needed + Members Graduating) / .85 = Recruitment Goal So our recruitment goal for this academic year is ________. • We will now discuss how to reach this goal by understanding the values of our fraternity, how to identify our ideal new member and where to find the ideal new member on our campus.

4. Values, Missions and Vision of PKP • Tenets of C.L.A.S.S. • Character, Leadership, Achievement, Scholarship, and Service  • Five Pillars of Pi Kappa Phi • Love, Loyalty, Morality, Responsibility, and Commitment • Pi Kappa Phi’s Mission Statement • We Will Lead. • Pi Kappa Phi’s Vision Statement • Pi Kappa Phi will redefine fraternity as a lifelong brotherhood of leaders.

5. Values, Mission, and Vision of Push America • Core Values of Push America • Empathy, Integrity, Abilities, and Teamwork • Push America’s Mission Statement • Building leaders of tomorrow by serving people with disabilities today. • Push America’s Vision Statement • Push America will change the way society views both people with disabilities and fraternities.

6. Discussion • Why would we start a recruitment skills program with a discussion about our national values? • How do they tie into our fraternity’s identity? • How does this relate to recruitment? • The goal of recruitment is to find men whose talents, achievements, and activities mirror our fraternity values and what Push America believes in. The better that you can communicate our identity and values, the more successful your efforts will be.

7. Identifying the Ideal Recruit • In Pi Kappa Phi we look for Men of CLASS. We want men in our fraternity who share the characteristics of our membership, character, leadership, achievement, scholarship and service. • The ideal recruit has qualities and characteristics similar to the current membership. • They may also fill needs in areas where we may not be as strong. • They might help us fulfill areas where our graduating seniors are strong.

8. Examples • Example 1: A football coach in his first season wins four games for a 4-8 record and does not make it to a bowl game. He wants his team to win the National Championship, but his offensive line is slow and can’t block, his wide receivers drop passes and his linebackers miss tackles. He knows that to win the National Championship he needs linemen that have quicker feet to protect his quarterback, wide receivers with better hands to catch passes and linebackers with greater tackling ability. So in order to fill the areas in which his steam needs to be stronger he goes out and recruits players who have those specific skills to achieve the goal of winning a National Championship. • Example 2: The graduating seniors in your chapter all have above a 3.5 GPA. The chapter’s GPA is a 3.1. After the seniors graduate your average GPA will drop. So it’s important to focus on recruiting men who have a strong academic history to maintain your chapter’s academic standard.

9. Identifying Character • Character– Character is best identified by watching the actions of a person. See if they are courteous around others, hold a door open for a lady and look to see if they have integrity. • What’s one quality your friends would say the like most about you? • The ideal recruit must show he possesses one of the following characteristics: 1) Loyalty, 2) Integrity, 3) Respect 4) Sense of humor 5) Courteous to others

10. Identifying Leadership • Leadership – Questions to ask: • What has been your involvement in high school? • Have you gotten involved in any organizations since coming to college? If not, what do you want to get involved in? • The ideal recruit must fulfill one of the following expectations of leadership: 1) A leadership position in a campus organization, 2) A member of the orientation team, campus tour guides or student government, 3) A job or internship requiring at least 20 hours a week

11. Identifying Achievement • Achievement – Questions to ask: • What has been your greatest accomplishment? • What’s the thing you are most proud of? • The ideal recruit must show achievement in one of the following areas: 1) Athletics (i.e. High School varsity athlete, College Club Sport, NCAA Athletics) 2) Fluency in a foreign language, 3) Accolades or awards in academics

12. Identifying Scholarship • Scholarship – Questions to ask: • GPA information can be obtained from the office of Fraternity and Sorority Life. • What’s been your greatest challenge so far with your school work? • Have you utilized the academic success center or tutoring center yet? • The ideal recruit must meet the following expectations for scholarship: 1) A 2.5 college GPA or a 2.5 high school GPA 2) Membership in an academic club or honor society, 3) Knowledge of or participation in the academic success or tutoring centers.

13. Identifying Service • Service – Questions to ask: • What volunteer work have you done in college or in high school? • What kind of community involvement or service work would you be interested in doing? • The ideal recruit must fulfill one of the following expectations of service or involvement in the community: 1) Membership in a service organization in college or high school, 2) Attendance at a service event or a fundraiser hosted by the chapter, 3) Completion of a certain number of service hours during college or in high school.

14. Finding the Ideal Recruit • What are some places on campus where you might find the ideal recruit? (write these down for all to see)

15. Finding the Ideal Recruit Some examples of what could be included are: • In student organizations you are a member of (Leadership) • At orientation events (Achievement) • Referrals (Character) - high school, sorority women, professors, family members, chapter alumni, legacies o At campus-wide events (Leadership) • In your classes (Scholarship) • At volunteer events or participating in philanthropy events (Service) • On the opposing intramural team (Achievement)

16. The Goals of Effective Conversations •  Goal #1: Recruit Feels... • Comfortable • Important • Understood • Goal #2: Recruit understands Pi Kappa Phi • Goal #3: Recruit wants to be a Pi Kappa Phi

17. Making Initial Contact One of the hardest things for us to do in recruitment is approach people we don’t know and start a conversation. When you approach someone new they consider you a stranger and our entire lives we have been taught not to talk to strangers. So when a stranger approaches our instincts tell us to be on the defensive and get out of the conversation and away from the person as quickly as possible. As recruiters it is our job to make the person as comfortable as possible as quickly as possible. The way we make initial contact and our first impression are extremely important to keep the person engaged in conversation.

18. Making Initial Contact • Select one person to stand in the front of the room. Ask all participants to raise their hand and name one thing they notice about this person they could use to start a conversation. • What physical attributes do you notice about a person? (discuss) • How would you use these observations to start a conversation? • Compliment them! Giving a free compliment is a great way to open the door to further conversations. Ask them questions to relate, gain information on their interests, and make connections.

19. Making Initial Contact • Okay, let’s go beyond a person’s physical appearance. Can you think of a time when you saw someone who simply impressed you? Do you remember what they did that made an impression on you? What actions impress you? Maybe it’s seeing a guy open a door for a lady. What actions impress you? (i.e. opening a door for a lady). • Follow-up your initial conversation on their behavior or personal style with the why behind how that particular item/ behavior impressed you. Remember to open and close the initial contact with a free compliment.

20. Making Conversation • Let’s test your recruiting skills. Find a partner to work with. Pretend this gentleman is a potential recruit that you are targeting. You will have two minutes to recruit them. After two minutes, you will switch and he will try to recruit you.

21. Discussion Questions • How was that experience for you? • What did you talk about? • How did the conversation flow? • Was it one-sided or did both parties participate equally? • Did anyone talk about Fraternity? • Switch partners. You will have another two minutes to recruit this person. However; this time you can not talk about Pi Kappa Phi, your majors, hometowns, or brotherhood events. Don’t forget you are trying to make a connection with this man.

22. Discussion • How was that experience for you? How was this different the second time around? • What did you talk about? • Did you make the connection with any of their physical attributes? How did you lead or close the conversation with a free compliment?

23. Crucial Conversation Tips • Whether you are striking up a conversation with a guy in one of your classes or talking to a prospective member at a formal recruitment event, the conversation tools we go through in the next few minutes will be crucial. • To truly master the art of conversation you do not need to become more articulate or witty or informed of current events. The primary keys to good conversation skills are:Knowing how to use open ended questions to guide the conversation and • Getting the other person to talk about themselves and their interests. • In recruitment the conversation should always be about the recruit. Everyone recruit you meet should be treated like a VIP.

24. Open-Ended Questions • Once you have a conversation started the key is to keep it going. You do this by asking open-ended questions, which are questions that cannot be answered with a “yes” or “no.” • “What do you like about living in ________?” is better than “Where are you from?” • “What sort of things are you interested in doing after college?” is better than “What is your major?” “What other activities are you interested in on campus?” • “I hear you’re on the football team. How did you start playing football?” • “What kind of volunteer projects do you like to work on?” • What interests you in joining a fraternity?”

25. Open-Ended Questions • An open ended question compels the person to volunteer more information. They keep the conversation moving and invites more topics of discussion. It’s also important that you actually listen to what they are saying so that you have something to follow-up with. • If you just have to use an “old standby” question, make it a two-part question. • “Where are you from?”... “What was it like growing up there?” • “What’s your major?” ...”Why did you choose _______?” • You never know when you are going to meet a potential recruit. It’s good to always have a few questions in your back pocket ready. • “If you had to pick one song to be played every time you entered a room, what would it be?” “What are three things you must have in your man cave?”

26. Active Listening Skills • Making Eye Contact (appropriate amounts – don’t stare, it’s rude and creepy) • Having a Pleasant Vocal Quality (don’t sound bored, pessimistic, or abrupt) • Practicing Attentive/Authentic Body Language (no crossed arms, slouching, etc.) • Verbal/Non-verbal Encouragers (nodding your head, saying “uh huh”, etc.) • What is the underlying emotional tone conveyed through visuals, tone body language? If they seem excited while talking about a habitat for humanity project they participated in, you might follow-up by saying that they seem to have a real passion for the organization. What about it speaks to them?

27. Follow-Up Questions • These questions are used to acquire additional information about a story or fact someone has just said. Generally speaking they start with: • “How” • “Why” • “Where” • “When”

28. Examples • Example: • Recruit: My dad is a lawyer so I always wanted to go to law school, so we’ll see what happens.” • Brother: “Why would you enjoy being a lawyer?” • Example: • Recruit: “I am an Eagle Scout and really enjoy being outdoors.” • Brother: How did you get involved in Boy Scouts and become an Eagle Scout?

29. Goal #2 Recruit Understands PKP • What’s your Pi Kappa Phi sales pitch? What are the top five things would you tell potential recruit? Help the recruit see what his experience would be like in Pi Kappa Phi. Inform the listener of the salient facts of Pi Kappa Phi.

30. Sharing Your Story • What are some words that remind you of your favorite memories and experiences as a member of Pi Kappa Phi? • When you share your meaningful experiences, people who believe in the same things will connect with you. It’s proven that when you explain what you believe and why you do what you do that people will want to connect with you. • Additionally, effectively communicating our values along with a story allows members to determine a potential member’s genuine interest in the organization.

31. Sharing Your Story • Sharing leadership success draws leaders. Highlighting academic achievements appeals to scholars. Displaying the strength of brotherhood attracts men who are supportive, fun, and whom you will never forget. Showcasing a commitment of time and energy to serve will attract those who want to give back. Talking about your drunkenness attracts drunks. • Return to your meaningful experiences. What is a story you can share about your experience that has been meaningful in your life?

32. Take It to the Deep Zone • Share what you believe the recruit can bring to Pi Kappa Phi. Revealing your personal thoughts is essential for the relationship to grow and deepen. If you know the recruit would be a strong leader in the chapter or would be an academic asset to the chapter, tell them. Also tell them how Pi Kappa Phi can help strengthen them. You need to connect their interests back to chapter opportunities.

33. Goal #3: Recruit Wants to be a PKP • This is a key piece of recruitment which is often times overlooked. Now that we’ve created a meaningful relationship with a recruit it is our responsibility as the elder more mature brother to follow-up from our first meeting and ask them to hang out again. Once you get to hang out again, you can determine their interest level in the fraternity by using one of the following methods.

34. Feature, Advantage, Benefit (F.A.B.) • A feature is a distinctive characteristic of a product or service that sets it apart from any other. An advantage is any trait or feature that gives any product or service a more favorable opportunity for success. A benefit is a desirable attribute of any product or service which a customer perceives they will get from purchasing. • Example: • Feature: Pi Kappa Phi’s national non-profit, Push America. Advantage: Pi Kappa Phi is the only fraternity to own and operate it’s own national non-profit. • Benefit: Members are given the opportunity to participate in hundreds of servant leadership opportunities, including a cross country cycling trip called the Journey of Hope.

35. F.A.B. • Example: • Feature: Pi Kappa Phi’s scholarship program • Advantage: Access to the chapter’s academic advisor and individual support from the chapter’s scholarship chair • Benefit: The opportunity to succeed academically and achieve your desired GPA • Describing the feature, advantage and benefit of an organization can sometimes be difficult. When we look at an object or product the characteristics can become clearer.

36. F.A.B. • For example, if I was to describe the feature, advantage and benefit of my pen I would say, “This pen has waterproof and fade proof ink, which is a distinct feature of this brand that other pens do not have, ensuring that important notes that I take will remain legible over time so that I can come back to remember them.”

37. Trial Close • A trial close is an opportunity for you to find out if a recruit is ready to accept a bid to membership without formally offering one. If you fear rejection this is a great tactic to see where you stand. Ask one of the following questions: • “If I were to give you a bid to join Pi Kappa Phi right now, is there any reason you would not accept it?” • “If I were to offer you a bid to join Pi Kappa Phi right now, on a scale of 1-10, 10 being “I’m ready to join” and 1 being “no way,” what would you rank yourself?”

38. Trial Close • This allows you to identify the reasons a person may not want to join and help answer any concerns they may have. Be prepared to answer questions about dues, academics and what to say to parents. • Understand that fraternity is a big commitment and not for everyone. You may spend time with a potential recruit who decides not to join Pi Kappa Phi and that is okay. As long as he had a positive interaction with the fraternity he may refer another man to us at a later date/time.

39. Did You Accomplish Your Goals? • Does the recruit Feels... • Comfortable; • Important; and • Understood? • Does the recruit understand Pi Kappa Phi? • Does the recruit want to be a Pi Kappa Phi?

40. Role Playing • Select two people from the group to role play a conversation with a new person who they’d like to recruit. Ask the audience to watch and see what aspects of the conversation they used. • Making initial contact through a connection • Asking an open-ended question • Asking a follow up question • Providing information • Sharing a story • Taking it to the deep zone • Providing three feature, advantage and benefits to get three affirmative answers • Using a trial close